About the team:

As part of our Revenue Operations team, you will be integral in supporting our Revenue Organization to help drive revenue growth and enhance our client experience. We continuously focus on providing actionable insights, systems and process administration, and alignment between internal teams.

About the role:

As the Senior Director Revenue Analytics and Operations, you will lead the analytics, reporting, and insights function for the revenue organization. You will also lead the support function for our pre-sale, Business Development and New Business teams. You will play a key role in setting the direction for our data-driven culture, fostering collaboration across departments, and driving continued revenue growth. You will be responsible for managing a small team overseeing reporting and analytics for the revenue organization as well as pre-sales process and systems support. The ideal candidate will blend analytical skills with a strategic mindset, have experience with analytics tools and administering revenue systems, and have a proven ability to communicate effectively with all levels, to help optimize our Revenue organization and deliver on key business initiatives.

Why we're hiring for this role:

We are looking to continue to grow our Revenue Operations team to drive additional support and focus for our pre-sale teams and ensure we are setup with best-in-class reporting, insights, and systems management.

In the short term you will:

• Meet with internal teams to establish relationships and better understand our business, processes, data, and systems.
• Define and develop a roadmap for the analytics hub and pre-sale function to build/improve processes, reporting and insights, and documentation while aligning with the business and stakeholders.

In the long term you will:

• Develop the analytics and reporting hub for the revenue organization, distributing reporting and insights through Tableau, SFDC, and other revenue systems.
• Utilize advanced data analytics to gather, analyze, and interpret data to provide actionable insights which influence and drive strategies.
• Lead business reviews to provide visibility and accountability to our sales teams with focus areas including prospect targeting, rep performance, territory and account optimization, engagement and outbound activities, SPIFF performance and recommendations, and other KPIs.
• Partner with CS (post-sale) Ops to manage and refine sales forecasting and pipeline management, including process, methodology, systems, and data.
• Create and maintain accurate forecast and trend reporting through Tableau and machine learning for operations teams, leadership, sales reps, and leaders.
• Prepare and lead forecast calls and deal reviews; Establish clear deal structure and compliance guidelines and measure sales adherence to defined processes.
• Provide monthly state of the business reviews through cadenced reporting and presentations while recommending opportunities and strategies to maximize revenue.
• Manage quota setting in partnership with the commissions team; Lead the annual sales compensation rollout and design.
• Assist with the administration of our Revenue Tech Stack while identifying improvements and streamlining integrations, processes, and workflows while documenting processes.
• Partner closely with Marketing teams to ensure aligned reporting and motions across the funnel.
• Work cross-functionally with multiple teams to execute on go-to-market strategies, managing initiatives from ideation to execution.

What you bring to the team:

Required:

• Experience leading a Revenue Operations or Analytics team
• Demonstrated success, knowledge, and expertise in Revenue Operations within a SaaS environment.
• Comfort and expertise manipulating and analyzing large datasets, with the ability to extract key insights and communicate effectively to varying audiences including executive leadership.
• Proven SFDC subject matter expert with experience creating reports, optimizing processes, and managing dashboards.
• Strong analytical skills with advanced knowledge of Excel, SQL, Python, Tableau and/or other visualization tools.
• Experience leading cross-functional collaboration with go-to-market teams.
• Proven implementation of systems and workflows, process excellence, and accountability management.

Preferred:

• SalesForce certification
• Management and/or administration of Revenue Stack including Salesforce, Marketo, Hubspot, Salesloft, ZoomInfo, Ringlead, Sales Navigator, Calendly, RingCentral, CPQ, 6Sense, etc.